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Evaluating Channel Member Performance

Evaluating Member Performance. . 14. . Objective 1:. . . . The importance of channel member performanceequals that of employee evaluations within the firm.. The channel manager works with individual firmsrather than with individual employees.The setting is interorganizational rather thanin

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Evaluating Channel Member Performance

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Presentation Transcript

    1. Chapter 14 Evaluating Channel Member Performance

    2. Evaluating Member Performance

    3. Scope & Frequency of Evaluations

    4. Degree of Control

    5. Importance of Channel Members

    6. Nature of the Product

    7. Number of Channel Members

    8. Evaluation versus Monitoring

    9. Performance Audit

    10. Key Criteria for Performance Audit

    11. Sales Performance

    12. Inventory Maintenance

    13. Selling Capabilities

    14. Attitudes of Channel Members

    15. Competition

    16. General Growth Prospects

    17. Applying Performance Criteria

    18. Separate Performance Evaluations

    19. Multiple Criteria Combined Informally

    20. Multiple Criteria Combined Formally

    21. Recommending Corrective Actions

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